TALKIN' SMAC AND DIGITAL TRANSFORMATION Author: Hobart Swan | Published by: CCI Global Channel Management, January 2016 Feature Let’s start off with a definition. The Altimeter Group defines digital transformation as “the realignment of, or new investment in, technology and business models to more effectively engage digital customers at every touch point in the customer experience lifecycle.” [...]
Is IoT Ready for the Channel? We’ve been hearing IoT is coming; IoT is coming for some time. The fact of the matter is IoT is here. GE announced that they saw $6B inrevenue in industrial IoT this past year, 2015. Others Amazon, Google, IBM, even the US government have also announced huge investments into [...]
Partnering Strategies to Accelerate Growth in the Internet of Things For some time we’ve been hearing that Internet of Things is coming. Well it’s here! There are many examples that we probably don’t think much about. Beyond our personal devices: smart phones, watches, Fitbits and all, there are a growing number of consumer appliances and [...]
Print Well, IMHO yes and no. I’ve been working for some years with the Association of Strategic Alliance Professionals (ASAP) in creating standards for collaboration. And I frequently get push back. “No two relationships are same.” “Each is special in some way.” Even the ASAP Chairman, Mike Leonetti is often quoted “If you’ve [...]
Partnering Return on Investment is often quite attractive since the investment in a partnered initiative is shared. In other words half of the resources or costs are on your partner’s balance sheet. There are other organizational advantages as well which become apparent when a build/buy/partner analysis is conducted. These advantages are often related to external [...]
Creating Business Value for Customers Creating a competitive edge is crucial for all businesses and can be achieved through alliances. Alliances can also be a defensive measure in countering a competitive shortfall such as a gap in a company’s product line. In our research we found that creating competitive advantage was a major reason for [...]
The definition for an alliance is when two (or more) organizations combine their resources to create new value that could not be (easily) achieved by either party alone. Innovation is often described as the process of combining disparate ideas to create something new and in today’s business climate often requires a collaborative approach. It is [...]
Market Impact embraces those strategies that are aimed at growing the businesses of the allied partners. It includes strategies such as entering new markets, gaining a market share position, and generally expanding the capability to gain new customers. The top five selections of our best practices survey respondents in this category are depicted in the chart below: [...]
The Strategy of Alliances Alliances in the technology sector are overwhelmingly evaluated based on revenue and for good reason. They deliver incremental revenue over above business as usual. However, revenue is a lagging indicator and does not provide insight into whether the alliance is achieving the strategic objectives for which it was formed. Revenue at the [...]
Every organization has a unique culture as a result of the norms, values and accepted behaviors that are held within the community. People are often unaware that they do function within a company culture. However, when they begin to work closely with another company culture, they become aware of those differences because of the disconnects [...]